Channel Account Executive - Remote Eligible

Channel Account Executive

The Channel Account Executive is responsible for managing and restructuring all assigned partners in territory, driving sales through assigned top partners, and introducing as well driving the territory channel strategy. Acquire new partners with Cybersecurity as a Service- and/or Enterprise- Focus. The Channel Account Executive needs to grow Sophos business in line with the sales targets and long-term business plan by working with assigned partners in region and lead the expansion and growth of this partner to ensure a successful long-term relationship.

What You Will Do:

• Cybersecurity as a Service- and/or Enterprise- Partners and work very closely with the Sophos sales team (Commercial, Midmarket and Enterprise).
• Analyze and restructure the partners in the assigned territory and build a top partner setup.
• Act as the responsible Sophos person for the assigned partners to provide solutions, leveraging Sophos representatives and resources where necessary, to make Sophos the preferred vendor within the Partner.
• Create and deliver formal presentations to large and small, technical and non-technical Partner audiences, including C Level representatives, in order to gain commitment to sell Sophos and increase share within the Partner. Gain access and manage relationships with senior level executives on partner side
• Achieve bookings quota for assigned partners in the assigned territory
• Achieve new business and product targets for all partners in the assigned territory
• Analyse any past performance, Sophos and competitor share of business, and growth potential of these partners, to develop and execute on a joint Partner business plan that drives our mutual business in line with Sophos short and long-term aspirations. Business plans with quarterly review during the year.
• Gain a detailed understanding of the partners business, investment areas, and profitability factors to positively influence the joint business plan, growing our business, and shrinking our competitors' share of the Partners business.
• Support development of territory channel planning (define capacity, recruitment and enablement requirements for all partner types) to support sales targets for all customer segments in the territory
• Engage with Partner sales teams in sales opportunities in prospective and existing client sites in order to drive up deal value and closure rates.
• Develop and manage revenue for mid-tier / medium enterprise accounts, assure a healthy renewal and runrate business
• Identify and recruit top partners as defined by the channel planning process
• On-board and enable partners to ensure partner success in selling and supporting all Sophos solutions
• Communicate and follow up to ensure assigned partners remain up to date on all necessary training and certifications
• Co-market and co-sell with assigned territory partners
• Support joint -business planning with top territory partners
• Align Sophos resources to support partner sales activities
• Log all activity to maintain accuracy of CRM/PRM and forecasting systems
• Provide on a weekly basis an accurate sales forecast for assigned partners, ensuring that it is within 10% of actual and provided in the right format and at the right time.
• Maintain a detailed understanding of top partners' business (pain points, investment areas, profitability factors, etc.)
• Consistently articulate Sophos' value proposition to top partners in order to maintain and increase Sophos' share of each partner's business.
• Articulate Sophos key Cyber Security technology MDR, ITDR, Workspace Protection and Security Services at all sales teams of each partner
• Identify requirements and engage Sales Engineering, Marketing and Direct Touch to provide support throughout the sales cycle and beyond
• Articulate product and sales strategy feedback from the market to relevant groups within Sophos

What You Will Bring:

• Proven experience in Partner acquisition
• Working experience of recruiting, onboarding and managing channel partners in a Technology environment
• First working experience of developing territory plans
• First working experience of developing Business plans
• Proven track record of achieving and exceeding territory partner sales quotas
• Understanding of the target market and its Dynamics
• Knowledge of software channel ecosystems in the territory
• Familiarity with CRM/PRM and forecasting Systems
• General business background, including knowledge of basic financial, marketing and selling concepts
• Strong Negotiation skills
• Strong Presentation skills
• Strong Communication and Interpersonal skills
• Ability to thrive in a team selling environment

Ready to Join Us?

At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.

What's Great About Sophos?

· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.

· Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit

· Employee-led diversity and inclusion networks that build community and provide education and advocacy

· Annual charity and fundraising initiatives and volunteer days for employees to support local communities

· Global employee sustainability initiatives to reduce our environmental footprint

· Global fitness and trivia competitions to keep our bodies and minds sharp

· Global wellbeing days for employees to relax and recharge

· Monthly wellbeing webinars and training to support employee health and wellbeing

Our Commitment To You

We're proud of the diverse and inclusive environment we have at Sophos, and we're committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.

Data Protection

If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. For more information on Sophos' data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos